Glossary

RFP Fundamentals

RFP Process

Security & Compliance

Security Questionnaires

Detailed surveys used by buyers to assess a vendor's security, compliance, and data protection practices — often required in enterprise sales cycles.

DDQ (Due Diligence Questionnaire)

A comprehensive assessment tool used by buyers to evaluate a vendor's operational, financial, legal, and security practices before entering into a business relationship. DDQs are especially common in regulated industries and enterprise procurement.

Security Questionnaire Automation

Software tools that streamline the process of completing, managing, and reusing answers to security questionnaires.

SOC 2 (Service Organization Control 2)

A widely recognized compliance standard developed by the AICPA that evaluates how a company manages customer data based on five trust principles: security, availability, processing integrity, confidentiality, and privacy. SOC 2 certification demonstrates a vendor's commitment to maintaining strong data protection and operational controls.

Proposal Management

Procurement

Sales & Presales

Presales Enablement

The tools, content, and processes that help presales engineers or solution consultants effectively support deals — from discovery to demos.

Presales Automation

Technology that streamlines tasks performed by presales or solutions engineering teams. Presales automation tools help qualify opportunities, prepare tailored demos, and generate technical responses more efficiently — reducing manual effort before the proposal stage.

Sales Enablement Software

Platforms that equip sales teams with the content, data, and tools needed to engage prospects effectively. Sales enablement software centralizes assets like decks, one-pagers, and case studies, often integrating analytics and AI recommendations to improve buyer interactions and close rates.

Deal Desk Automation

The use of workflow software to manage deal approvals, pricing, and contract reviews across sales, finance, and legal teams. Deal desk automation ensures accuracy, speeds up approval cycles, and improves visibility into deal health and compliance.

Preliminary Sales

The earliest phase of a sales cycle — focused on education, qualification, and aligning stakeholders before a formal proposal is created.

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